The Transition from a Product-Centric to a Service-Centric Salesforce in Industrial Companies: Key Drivers of Success - HEC Paris - École des hautes études commerciales de Paris Access content directly
Conference Papers Year : 2009

The Transition from a Product-Centric to a Service-Centric Salesforce in Industrial Companies: Key Drivers of Success

Wolfgang Ulaga
  • Function : Author
Groupement de Recherche et d'Etudes en Gestion à HEC
Werner Reinartz
  • Function : Author

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NC

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https://hal-hec.archives-ouvertes.fr/hal-00491959

Submitted on : Monday, June 14, 2010-4:34:31 PM

Last modification on : Friday, March 24, 2023-2:52:53 PM

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hal-00491959 , version 1 (14-06-2010)

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  • HAL Id : hal-00491959 , version 1

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Wolfgang Ulaga, Werner Reinartz. The Transition from a Product-Centric to a Service-Centric Salesforce in Industrial Companies: Key Drivers of Success. The Houston Conference in Selling and Sales Management, The University of Houston, Sales Excellence Institute, 2009, Houston, United States. pp.NC. ⟨hal-00491959⟩

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